The Regional VP, Client Growth Sales leads Lightedge's Installed Base (IB) sales organization, owning revenue growth within our existing client portfolio. This role is responsible for driving scope expansion, upsell/cross-sell, migrations, and upgrades across upper mid-market and enterprise accounts running IBM Power and VMware/Private Cloud workloads. The VP builds and scales the team and motion that turns satisfied clients into expanding accounts - working in close partnership with the Client Experience (CXM) organization, which owns retention, renewals, and satisfaction, to ensure clients experience one coordinated team rather than two disconnected functions. Key Responsibilities: • Own and drive the IB sales strategy and pipeline, delivering against quarterly and annual growth targets for scope expansion, upsell/cross-sell, product migrations, and upgrades. • Lead, coach, and develop a team of IB Sales Account Executives (SAEs), setting activity, pipeline, and results standards consistent with the Sales Management System. • Build repeatable qualification and account-planning discipline (MEDPICC, whitespace mapping) so reps consistently uncover and pursue expansion opportunities. • Partner with Client Experience Managers (CXMs) to maintain a shared, real-time view of account health, so growth signals and satisfaction/renewal risk are routed to the right owner without gaps. • Partner with Solutions Architecture to ensure technical proposals map cleanly to client business outcomes and drive higher win rates on expansion deals. • Own accurate, Sales Ops-validated pipeline reporting and forecasting for the IB motion; eliminate self-reported pipeline in favor of validated data. • Collaborate with Marketing and Channel on demand generation and co-sell motions that surface new expansion opportunities within existing accounts. • Represent the voice of the installed base client in cross-functional planning - product roadmap input, pricing, and packaging decisions. • Recruit, hire, and ramp new SAEs; maintain a leadership bench and succession plan for the IB team. • Report regularly to the CSO and executive leadership on IB pipeline health, growth attainment, and team performance against KPIs. What Success Looks Like: • Consistent quarter-over-quarter growth in expansion bookings (MRR) across the existing client base. • Healthy, validated pipeline coverage against the IB quota, with clean MEDPICC/BANDT qualification at every stage. • Low account "whitespace" - clients are proactively offered relevant new products/services well ahead of their own initiatives. • Strong cross-functional trust with CXM, Solutions Architecture, and Channel, evidenced by smooth account handoffs and joint wins. • A well-coached, retained IB SAE team with a clear development path and strong rep-level attainment. Qualifications: • 15+ years of B2B technology/managed services sales experience, including 10+ years leading a quota-carrying sales team, ideally in an installed-base, account management, or customer growth capacity. • Experience selling into IT infrastructure, cloud, colocation, or managed services environments; familiarity with IBM Power and/or VMware ecosystems strongly preferred. • Track record of building and scaling a sales team against a documented sales methodology and management system (e.g., MEDDIC/MEDPICC, BANT/BANDT). • Strong cross-functional collaborator, comfortable partnering with Customer Success/Client Experience, Solutions Architecture, Marketing, and Channel teams. • Data-driven approach to pipeline management and forecasting; comfortable operating in a Sales Ops-validated reporting environment. • Excellent executive communication skills, with experience presenting to senior leadership.